>	Planning for Success
>	Forming Business Relationships
>	Searching for Opportunities
>	Positioning the Value and Closing
>	Renewing the Relationship
>	Team Selling
>	Collaborative Negotiations
>	Motivating for Sales Performance

Motivating for Sales Performance

Overview
“It’s so hard when I have to, and so easy when I want to.”

As supervisor or manager, you are continually looking for ways to increase the sales performance of your team. Motivation is a vital component of leading your sales force. What is motivation? Where does it come from? Is it internal? External? Can you really help motivate someone? What works? What doesn’t?

Motivating for Sales Performance is a manager-directed program consisting of 12 short units that can be integrated into regular sales meetings.

• Units 1—4 Understanding Performance and Motivation
  • Unit 1: Analyzing Your Approach
  • Unit 2: Analyzing Performance
  • Unit 3: Determining Motivators
  • Unit 4: New Methods of Motivating
  
  
  
• Units 5—8 Motivating Individual Performance
  • Unit 5: Setting Goals with Individuals
  • Unit 6: Coaching
  • Unit 7: Recognition and Rewards
  • Unit 8: When Nothing Works
  
  
  
• Units 9—12 Motivating Team Performance
  • Unit 9: Setting Team Goals
  • Unit 10: Running a Motivational Meeting
  • Unit 11: Incentives, Contests, Competitions
  • Unit 12: Keys to Success

This approach guarantees results!

Performance Outcomes
As a result of conducting and participating in Motivating for Sales Performance, you and your sales managers should be able to increase productivity and reduce turnover by:

• Defining what motivation is and what motivation is not, and reviewing what we know about performance.
  
  
• Applying what we know about motivation and performance to motivating individuals.
  
  
• Motivating teams.

Activities
Each unit contains specific a unique activities related to the topic. Every unit provides opportunity to learn new techniques, discuss their application to sales individuals and teams, and to plan their integration into the job. The Continuous Learning Module from each unit ensures on-the-job application. The Motivation Idea Bank enables managers to record those motivational techniques and ideas that will work for them.

Each unit comes with a Background Materials card that helps the facilitator (usually the sales director) prepare for the session. The Facilitator Materials card helps the facilitator conduct the session. Participant materials — when required — are provided in the Background Materials card.